Director, Federal Sales

🔥 13 hours ago

🇺🇸 United States – Remote

💵 $145k - $170k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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Granicus

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1999

🏛️ Government

☁️ SaaS

📋 Compliance

Government • SaaS • Compliance

Granicus is a company focused on transforming the way governments interact with their constituents through digital services and technology solutions. It provides the Government Experience Cloud to improve service delivery, community engagement, and operational efficiency across local, state, and federal governments. Granicus offers tools for agenda and meeting management, digital communication and engagement, public records management, and more, all designed to enhance customer experience and foster transparent and equitable interactions between governments and the people they serve.

📋 Description

• Own the Department of War account strategy across military services, combatant commands, defense agencies, and installations • Build a team of approximately 6–10 quota-carrying Account Executives • Own quarterly and annual bookings and revenue targets • Develop pipeline, acquire new customers, expand existing deployments, and maintain accurate forecasts • Build relationships with senior civilian and military leaders, technology executives, program owners, public affairs teams, personnel organizations, installation leadership, and acquisition stakeholders • Lead executive briefings and discovery workshops to generate qualified demand • Develop mission-aligned sales approaches for installation communications, newcomer onboarding, family readiness, workforce outreach, access to services, and program participation • Lead capture and contracting plans through contract award and customer adoption • Coordinate with Legal, Finance, Security, Sales Operations, Sales Engineering, Product, implementation specialists, and Customer Success • Build joint account plans with systems integrators, resellers, and technology partners • Recruit, coach, develop, and retain quota-carrying sales professionals • Shape product planning, marketing, messaging, investment decisions, and account growth strategy using customer needs and competitive insights • Represent Granicus at customer briefings, defense-industry events, and partner engagements • Provide executive recommendations on account investment, territory priorities, partnership strategy, and growth opportunities • Support other Federal accounts while maintaining the Department of War as the primary focus

🎯 Requirements

• 8+ years of enterprise SaaS, government technology, defense technology, or B2G sales experience • Demonstrated success developing and closing complex opportunities within the Department of Defense and broader Federal market • 3+ years of people leadership experience managing quota-carrying sales professionals and delivering measurable sales performance • Proven success building and scaling new-logo acquisition strategies while expanding strategic accounts and driving revenue growth • Deep understanding of defense funding, acquisition, and procurement processes • Experience with Federal contract vehicles, including GSA Schedules, GWACs, IDIQs, BPAs, SEWP, and OTAs • Strong strategic account planning, territory management, pipeline development, forecasting, and financial management capabilities • Experience leading complex, multi-stakeholder sales cycles involving senior military, civilian, technology, acquisition, and contracting leaders • Demonstrated success recruiting, coaching, developing, and retaining high-performing sales talent • Experience building and managing relationships with systems integrators, channel partners, resellers, and technology partners • Strong executive presence, business acumen, communication, negotiation, and relationship management skills • Proficiency with Salesforce or comparable CRM and sales analytics platforms • Ability to travel domestically approximately 50% of the time • Prior military, defense civilian, or defense-industry leadership experience relevant to the account preferred • Established relationships with defense program, technology, public affairs, personnel, installation, or acquisition organizations preferred • Experience building or significantly scaling a defense technology account or territory preferred • Experience working with major Federal systems integrators and channel partners preferred • Experience with government digital communications, customer experience, engagement, or comparable technology platforms preferred • Ability to distinguish current product authorizations from customer-specific defense security requirements and coordinate validation before making commitments • No degree requirement stated

🏖️ Benefits

• Flexible Time Off • Company-Wide Wellbeing Days • Work From Home Reimbursement • Multiple Health Plan Options, including a 100% employer-paid plan • Employer HSA Contributions • Fitness Reimbursement Program • On-Demand Mental Health Support, including Headspace and other wellness tools • Paid Parental Leave for birthing and non-birthing parents • Traditional & Roth 401(k) with a generous company match • Life & AD&D Insurance with 100% employer-paid coverage • Online Learning Platforms • Competitive Salary & Bonuses

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